Silly me, I always thought we were supposed to sell solutions. That is, as … [Read more...]
Tag: Problem Solving
Solution Buying.......
Controlling Your Destiny Posted on July, 2018
For those who may not have already guessed, I'm a control freak. It can be a … [Read more...]
The Questions Sales People Ask? Posted on July, 2018
Questioning is critical for sales people. Every sales training program focuses … [Read more...]
On Differentiation Posted on July, 2018
Differentiation is critical in helping customers select our solution over the … [Read more...]
The Numbers Are, Well, Just Numbers.... Posted on July, 2018
Business people, particularly sales, are obsessed with numbers. We measure … [Read more...]
Can You Make A Sales Call Without Talking About Your Product? Posted on June, 2018
Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
What's With All These F#!@&*g Reviews!!! Stop Wasting My Time! Posted on June, 2018
It seems managers are always asking for and conducting reviews. Sales people … [Read more...]
Beware Of "Experts" Sharing Data..... Posted on May, 2018
I guess part of being perceived as being an expert is sharing data and … [Read more...]
Thoughts On Agility Posted on May, 2018
Agile is one of the "hot" business buzzwords these days, right along with … [Read more...]
We Need To Stop Our Fixation On Buyer Journeys Posted on May, 2018
Recently, I participated in a discussion on "the buyers journey." In some ways, … [Read more...]
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